Enterprise Strategic Accounts Manager

Natera is seeking an experienced Enterprise Strategic Account Manager (ESAM) to drive strategic partnerships, enterprise-wide integrations, and contracting initiatives across major hospital systems and Integrated Delivery Networks (IDNs).

This highly collaborative role works across Natera's four business units—Women's Health, Organ Health, Oncology, and Rare Disease—to expand access to Natera's innovative testing solutions, optimize clinical workflows, and strengthen long-term customer relationships.

The ideal candidate is a strategic thinker and proven relationship builder who can navigate complex healthcare organizations, engage executive-level stakeholders, and develop solutions that deliver meaningful value for both Natera and its healthcare partners.

TERRITORY: The territory includes Northern Illinois and Wisconsin. Candidates should ideally reside within the Chicago–Milwaukee–Madison geographic triangle, with a strong preference for those based in or near one of these three major metropolitan areas. This central location provides strategic access to the territory and allows for efficient travel throughout the region.

What You'll Do

Enterprise Strategy & Growth: Develop and execute strategic account plans that expand Natera's presence across hospital systems and IDNs, increase testing adoption, and drive sustainable revenue growth.

EMR Integration & Contracting: Lead enterprise-level initiatives focused on electronic medical record (EMR) integrations, strategic contracting, and solutions that streamline workflows and expand access to Natera's testing portfolio.

Cross-Functional Collaboration: Partner with commercial and operational teams across Women's Health, Organ Health, Oncology, and Rare Disease to align business priorities, remove barriers, and maximize enterprise-wide opportunities.

Executive Relationship Management: Build and maintain strong relationships with key decision-makers, including physician leaders, key opinion leaders (KOLs), medical directors, hospital administrators, laboratory leadership, and IT stakeholders.

Workflow Optimization: Collaborate with healthcare system leaders to improve testing workflows, enhance operational efficiencies, and support standardized testing processes across the enterprise.

Strategic Business Planning: Identify growth opportunities, develop account-specific strategies, and coordinate internal resources to achieve organizational objectives.

Product & Market Expertise: Maintain a comprehensive understanding of Natera's technology, testing solutions, and competitive landscape to effectively represent the organization at the executive level.

Travel: Travel up to 70% to support customer relationships, strategic initiatives, and internal collaboration.

What You Bring

Bachelor's degree or equivalent experience required; MBA preferred.

Minimum of 3 years of physician-facing sales experience in the diagnostic laboratory industry, preferably molecular diagnostics or genetics.

Minimum of 3 years of successful strategic account management, key account sales, or consultative selling experience, preferably within diagnostics or healthcare.

Demonstrated success in expanding strategic accounts, developing new markets, launching products, and driving revenue growth.

Proven track record of sales achievement, with recognition for exceptional performance preferred.

Experience navigating complex hospital systems and IDNs, including EMR integrations, enterprise contracting, and healthcare system decision-making processes.

Established ability to influence senior-level stakeholders, manage complex sales cycles, and build collaborative partnerships across multiple departments.

Strong strategic thinking and business acumen, with the ability to translate enterprise objectives into actionable plans.

Exceptional relationship management, negotiation, and executive-level communication skills.

Ability to influence cross-functional teams and navigate complex organizational structures.

Results-oriented mindset with a strong sense of ownership, accountability, and urgency.

Excellent organizational, prioritization, and time management skills.

Highly collaborative, adaptable, and self-motivated, with the ability to work independently in a dynamic environment.

The total on-target earnings (OTE) package includes a competitive base salary and uncapped quarterly commissions. Additional compensation benefits include a car allowance and Restricted Stock Units (RSUs).

The compensation package listed is for 1st year OTE, which are based on a wide array of factors unique to each candidate, including but not limited to skill set, years & depth of experience, certifications and specific office location. On-target earnings (OTE) represent the total potential income an employee can earn by achieving 100% of their performance goals. It combines a base salary with commissions and serves as an estimated figure rather than a guaranteed amount, providing a guideline based on average performance outcomes.

On-target earnings (OTE)

$230,000—$250,000 USD